Founding BDR

Business Development Representative

We're looking for our first Business Development Representative — someone excited to help build the sales development function from the ground up. This isn't a typical BDR role. You won't be handed a rigid playbook — you'll help write it. You'll work closely with leadership and our Account Executives to build the outbound and inbound motion that fuels our next phase of growth. The right person will combine prospecting discipline, executive presence, and curiosity to open doors with procurement leaders at some of the world's most interesting companies. You will be the first point of contact for future LightSource customers and help architect the foundation of our sales development engine.

Role & Responsibilities

• Build the outbound prospecting playbook from scratch — messaging, sequencing, targeting, and multi-threading strategies
• Drive top-of-funnel pipeline generation for our Account Executives
• Design and implement our inbound lead qualification process as marketing scales
• Consistently hit and exceed activity and meeting quotas
• Partner closely with AEs and leadership to align on weighted pipeline goals
• Leverage modern sales tools (HubSpot, Apollo, Outreach, Clay, AI GTM tools) to maximize efficiency
• Track performance metrics and continuously refine outreach strategies
• Help hire and mentor future BDRs as the team grows

About You

You're not looking to follow a script — you want to write it. You've been in the top 10% of performers and want more ownership. You enjoy building pipeline from scratch and thrive in environments where initiative matters more than process. You're disciplined with metrics but lead with empathy. You know how to build pipeline using modern sales tools and you're excited about using AI and automation to multiply output, not just increase effort. You might be a great fit if you:

• Have 2–3+ years of experience in a high-growth BDR/SDR role (SaaS or enterprise software preferred)
• Have a track record of top performance in outbound prospecting
• Are comfortable with high activity levels (150+ dials per week doesn't scare you)
• Understand modern sales stacks and prospecting tools
• Have strong written and verbal communication skills
• Can clearly articulate complex value propositions and generate interest quickly
• Are data-driven and disciplined — you track what works and double down
• Thrive in fast-moving startup environments with high autonomy and high expectations
• Want to grow into leadership and help build a team over time
• Value direct feedback and continuous improvement

Comp & Benefits

• Top-of-market base compensation with uncapped commission and meaningful early-employee equity
• Platinum-level healthcare, 100% covered for employees
• Dental and vision, 100% covered
• 401(k) program
• Unlimited vacation and sick days
• Free food (3 meals a day, if desired) in office locations
• Frequent team offsites, events, dinners, and weekend trips

The Team

LightSource is building the next-generation operating system for Procurement. Sales has Salesforce. HR has Workday. Procurement is next. We build SaaS software that helps procurement leaders discover vendors, manage negotiations, and buy intelligently.

Our team is small but growing quickly, backed by top-tier investors and already winning enterprise customers. We're tackling a massive market filled with complex, high-impact problems.

The team includes people who've helped build companies like Tesla, Waymo, McKinsey, and Google X. We hire exceptional people, move quickly, give direct feedback, expect excellence, and have a lot of fun doing it.

Bonus Points

• Located in (or willing to relocate to) San Francisco, Boulder/Denver, or Seattle
• Experience selling into procurement, supply chain, or enterprise buyers
• You can code in Rust (kidding... unless?)